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Selected background and consulting highlights
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Del Mar Research & Consulting was established by Jeofrey Bean in 2004 and is dedicated to taking marketing and business development to the next level for small to medium sized companies.
With 20 years of demonstrated success at small and large companies, Jeof Bean specializes in identifying new, under-developed or high-margin markets while building teams, processes and strategies to leverage these opportunities. Broadly defined as a marketing and business development professional, Jeof is equally comfortable in early-stage, turnaround and high-growth business environments. He is at his best when challenged to define markets, develop go-to-market solutions and capture new levels of share and revenues.
Selected Highlights —
The Basis for establishing Del Mar Research & Consulting
- A year old debate regarding a market opportunity in the insurance distribution channel for investment advisor (IA) services by a high growth financial services company delayed their market entry decision. Discussions revolved around the complexities of the market and assumptions about product requirements. The firm engaged Del Mar Research and Consulting to bring an unbiased outside-in view of the market opportunity and product requirements and to get cross-functional leadership team agreement on a go or no-go decision. In less than 120 days, the leadership team was able to make a well informed go-to-market investment decision based on information and recommendations that leverages the client's distinctive capabilities. The IT and sales teams were then empowered to move forward to pursue the $260M/Yr revenue opportunity in investment advisory services.
- Selected to define and remedy root causes for recurring $150 million per annum revenue losses for AT&T's $3 billion financial market data services sales division. Led a multi-disciplined team in an intense market and business practices evaluation resulting in an innovative product bundling solution and account repositioning. Led efforts to re-direct key client business managers to focus on strategic decision-makers within the financial services business community resulting in a reversal of multi-year market share/revenue losses and a first-year $150 million increase in revenues and profits.
- As founding Senior Manager of New Business Development for AT&T, established and led the fledgling marketing-based alliance program resident in the sales division. Evolved a new freestanding profit center that generated $140 million in annual revenues from strategic partner business alliances. The program evolved as a direct result of his earlier initiative in establishing AT&T's first-ever strategic alliance with Cisco Systems, a business alliance that has generated billions in mutual revenues over the last 8 years.
- As Manager of Global Market Strategies, for AT&T's market development initiative to expand data services penetration further into the business to business market, established and led the Data Strategy Team that defined the direction, target audience and product initiatives that led to an increase in revenues by $600 million, a 14.6% improvement, under the company's first-ever and second data services marketing plan, in 24 months.
- Instrumental in developing the initial pricing, features, distribution and promotions strategies for Sprint PCS's start-up foray into the wireless business. Led the "competitive intelligence" effort that initially positioned Sprint PCS in the market, acknowledged as one of the industry's most successful new product/service introductions.
- Hired to apply his marketing experience and small company background to formalize the marketing function at a Sprint-sponsored skunk works operation, later named Diversified brands Group (DBG), revenue for the start-up operation increased from $660MM to $770MM with a 14% revenue increase for each of the following two years. DBG, up to 250 people, was recognized for marketing innovation, efficiency and revenue contribution. It was soon mainstreamed into the parent company as the key business division serving value-added-resellers.
- At the small private company of Dennis Hayes, Hayes Micro Computer Products, Inc., created the firm's first multi-channel and low-end product, distribution sales strategy. Increased market share from 10% to 40%; generating over $20 million in new annual revenues.
Jeofrey Bean holds an M.S.in Business Management from Salve Regina University, Newport, RI and a B.S.in Psychology / Marketing, Eastern Michigan University, Ypsilanti, MI.
From 2002-2004 he served as Adjunct Professor of Marketing at Centenary College, Parsippany, NJ.
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